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Enterprise Account Executive, Forage

2 months ago

Washington, Washington, D.C., United States EAB Full time
Job Overview

About EAB

EAB is dedicated to enhancing educational outcomes and strengthening communities. Collaborating with over 2,800 institutions, we leverage data-driven insights and top-tier capabilities to facilitate transformative change. Our partnerships span from early education to career readiness, enabling leaders and practitioners to drive results in enrollment, student success, institutional strategy, data analytics, and advancement. We customize our research, technology, and marketing solutions to address the unique challenges faced by each leadership team and the communities they serve.

At EAB, we prioritize not only our partner institutions but also our employees, fostering an environment where everyone is engaged and fulfilled in their roles. Our commitment to employee satisfaction is reflected in our numerous accolades.

For more details, please visit our Careers page.

About Forage

Forage specializes in providing premier virtual job simulations and career development tools for students globally. Our simulations offer a genuine glimpse into various companies and career trajectories, empowering students to make informed decisions post-graduation. Forage assists over 100 companies in enhancing brand visibility among students, identifying and nurturing high-potential candidates, and streamlining the recruitment process. As the enterprise technology division of Seramount, a part of EAB, we deliver talent solutions to more than 500 corporations, including a significant portion of the Fortune 1,000.

Position Summary:

Account Manager, Forage

In the role of Account Manager, you will play a pivotal role in Forage's expansion, focusing on cultivating and managing relationships with key decision-makers and budget authorities within our strategic enterprise accounts. Leveraging your extensive experience in enterprise account management, you will excel in contract renewals, identifying and securing growth opportunities, and fostering lasting connections with senior talent leaders.

This position entails becoming well-versed in Forage's offerings and managing a contract portfolio valued at approximately $2.5M annually, concentrating on technology renewals and upselling initiatives. Clear communication of Forage's technology services and deliverables is essential, as is collaboration with our Customer Success team to devise strategies that best serve our employer partners and support their executive teams.

Key Responsibilities:

Relationship Management

  • Establish and nurture strong relationships with VP and C-Suite executives at our enterprise partners, collaborating with Customer Success and cross-functional teams.
  • Ensure renewal of subscription agreements, achieving annual and semi-annual targets with a focus on increasing subscription ARR.
  • Lead discussions on key renewal and expansion decisions, which may involve travel for in-person meetings.
  • Utilize renewal discussions to uncover growth opportunities, including upselling new Forage products.
  • Develop a comprehensive understanding of each assigned partner's contracting processes, budget cycles, and decision-making frameworks.
  • Navigate contractual reviews with enterprise partners, addressing inquiries and conveying urgency in collaboration with procurement teams.
  • Prepare and send contracts using online contracting software, adhering to departmental protocols.

Strategic Oversight

  • Assess partner health metrics objectively and escalate issues to Customer Success as needed to maintain healthy enterprise relationships.
  • Keep renewal and expansion projections updated, ensuring data integrity in Salesforce.
  • Manage the renewal pipeline effectively, meeting pacing targets aligned with departmental objectives.
  • Understand Forage's revenue and accrual processes to inform commercial strategies.
  • Develop commercial strategies, including pricing and contract terms, in close collaboration with the Deal Desk and Strategy & Operations teams.

Market Expertise/Product Advocacy

  • Act as the market representative for the Forage division, regularly communicating partner insights to performance technology teams and developing strategies to enhance visibility of services at partner institutions.
  • Escalate partner service and value concerns identified during renewal discussions to Forage leadership.
  • Identify commercial trends through retrospective analyses and integrate findings into future strategies and process enhancements.
  • Share best practices and resources with the Commercial team to improve renewal and upsell success.
  • Act as a liaison, facilitating introductions and generating leads within the EAB network.

Basic Qualifications:

  • Bachelor's Degree from an accredited institution.
  • Effective communication skills, both verbal and written, with senior executives.
  • Willingness to travel approximately 30% for client and team meetings.
  • Demonstrated experience in team collaboration.
  • A minimum of 2+ years of full-time experience with a proven track record in at least three of the following areas:
    • Sales or account management experience
    • Presentation skills
    • Leadership experience
    • B2B client management
  • Self-motivated with a strong work ethic.
  • Proficient in building authentic relationships.

Preferred Qualifications:

  • Experience in selling or renewing technology or consultative services.
  • Strong negotiation capabilities.
  • Excellent listening skills.
  • Experience managing multiple client accounts.
  • Proven ability to achieve financial targets.
  • Experience in managing competing priorities effectively.
  • Ability to develop solutions for complex challenges.
  • Experience in personal organization to meet business objectives.
  • Ability to work independently and collaboratively within a team.
  • Knowledge of early talent recruiting, HR, and DEI principles.
  • Commitment to diversity, inclusivity, and equitable practices in the workplace.

If you find this role aligns with your skills and interests, we encourage you to consider applying.

Compensation:

The anticipated starting salary for this position ranges from $50,000 to $67,500 annually. Actual compensation may vary based on factors such as relevant experience, skills, and location.

This position is also eligible for discretionary bonuses or incentive compensation based on individual and organizational performance.

Benefits:

EAB offers a competitive and inclusive benefits package, reflecting our belief that our employees are our most valuable asset. Our benefits include:

  • Comprehensive medical, dental, and vision insurance plans.
  • 20+ days of paid time off annually, plus paid holidays.
  • Flexible leave policies for community service and wellness activities.
  • 401(k) retirement savings plan with annual company matching contributions.
  • Health savings accounts and flexible spending accounts.
  • Employee assistance programs with counseling services.
  • Wellness initiatives promoting healthy living.
  • Gender-affirming care and fertility treatment coverage.
  • Paid parental leave with a phased return-to-work program.
  • Access to employee resource groups and professional development opportunities.

Benefits commence on the first day of employment.

This position is not eligible for visa sponsorship; candidates must possess U.S. work authorization.

EAB is an Equal Opportunity Employer, making employment decisions based on qualifications, merit, and business needs without discrimination.